Organizational Effectiveness - Case Study

Organizing selling teams to embrace general management was a rallying cry at a leading CPG firm – the journey required a thoughtful approach to both process and change management. Finance personnel were added and embedded into Sales Teams, with processes plus roles & responsibilities revisited and defined for supporting staff (trade marketers, corporate strategy and finance). All this in an effort to underscore the "value add", in order to ensure acceptance and adoption.

"Our customer selling organization is going thru major changes to develop a greater understanding of our customers and our business profitability. Mark has worked to help us integrate cross functional thinking (Finance Mgrs) and resources into our business and the value has been significant. Processes and clarity around roles and responsibilities has also allowed us to move more smartly and quickly - providing a competitive advantage in a very competitive category"

Scott Almquist
Chief Customer Officer Sun Products Corporation